Founding Account Executive

ABOUT THE ROLE This is a rare opportunity to be the first dedicated closer at a fast-moving, pre-seed AI startup operating in the talent acquisition and HR tech space. As the Founding Account Executive, you will own the full sales cycle — from discovery through signature — for mid-market and enterprise deals. You'll work shoulder-to-shoulder with the founding team to build the sales playbook from scratch, shape go-to-market strategy, and lay the foundation for a sales organization you'll eventually lead. This is a high-autonomy, high-ownership role for someone who thrives in ambiguity and wants to make a lasting impact on a company's trajectory. Visa sponsorship is not available for this role. WHAT YOU'LL DO - Own the complete sales cycle — discovery, demo, negotiation, and close — for mid-market and enterprise customers - Self-source pipeline through both warm and cold outbound, alongside inbound qualification - Build and continuously refine the closing playbook, including pricing strategy, objection handling, and deal stage definitions - Partner directly with founders on go-to-market strategy and positioning decisions - Drive expansion revenue from existing customers through upsell and cross-sell - Hire and mentor BDRs as the sales organization scales WHAT WE'RE LOOKING FOR Must-haves: - 2–6 years of experience as an Account Executive at a high-velocity startup or in finance, with a consistent track record of beating quota - Demonstrated full-cycle sales ownership — you've sourced, run, and closed your own deals (not exclusively worked handed-off pipeline) - Proven success with cold outbound prospecting, including at least one significant deal sourced entirely through cold outreach - Experience closing mid-market and/or enterprise deals with complex, multi-stakeholder sales cycles Strong pluses: - Experience building and documenting sales processes, playbooks, or methodologies - Experience managing expansion revenue or upsell opportunities within existing accounts - Experience hiring, training, or managing SDRs or junior sales staff - Track record of rapid promotion or accelerated career progression within a sales organization - Experience working directly with founders or C-level executives on GTM strategy and pricing - Prior startup founding experience, competitive achievement, or a demonstrated record of tackling difficult objectives in an unconventional way - Background in recruiting, talent, or HR technology verticals The ideal candidate: You execute at high velocity, bring structure without bureaucracy, and have done something exceptional — started a company, won a meaningful competition, or otherwise demonstrated that you operate differently from the average seller. COMPENSATION & BENEFITS - Base salary: $130,000 – $180,000 USD annually (plus variable/commission) - Equity participation in an early-stage, high-growth startup - On-site in San Francisco, CA LOCATION This role is on-site in San Francisco, CA. Candidates must be authorized to work in the United States — visa sponsorship is not available.